Manager, Contract Analytics
Xellia

Job Info

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The Manager, Contract Analytics is responsible for receiving, analyzing, and reviewing product contract pricing requests from Xellia's field sales organization. The Manager will partner with the Sales organization to drive incremental revenue through creative contracting strategies, ad hoc analytical requests, and assisting in negotiations. Manager will support the Director, Contracting on tasks including, competitive analysis, planning, bids, pricing models, pricing policy and contract performance. This position will work within a matrix structure and will often interact with various functions within Xellia.

Key Responsibilities Include

• Analyze product opportunities presented by field sales organization to determine profitability, risk, and overall value.
• Collaborate with the sales organization by collecting, organizing, and evaluating customer and market data to provide customer-oriented recommendations, arrive at conclusions and provide recommendations to senior management on the information obtained
• Manage Bid process & price challenges, collaborating in a cross functional environment with Sales, Marketing, and other key commercial functions
• Create and manage analytical tools such as price erosion, elasticity models and bidding tools
• Assist Director on key projects such as bids, forecasting, WAC setting, price adjustments and contract pricing models
• Gather, analyze, and review market intelligence from external sources such as IMS, ASHP/FDA Drug websites, etc.
• Leverage market access reports and data in assessing current product and competitive markets for products to drive strategic pricing and contracting decisions
• Analyze historical sales data to determine sales trends and market dynamics to inform future decision making
• Prepare presentations, deliver findings, and make strategic recommendations to senior management
• Develop, administer, and track growth programs to drive incremental revenue
• Works with counterparts to ensure pricing strategies/initiatives can be executed within Xellia's contracting requirements
• Ability to create, review, and redline commercial contract terms and conditions as needed
• Comfortable negotiating pricing and terms & conditions with external customers
• Download, analyze, and summarize large amounts of data from various sources (IMS, chargeback data, pricing databases, GPO memberships, etc.)
• Serve as point person for field sales organization with ad hoc requests, customer analytics, compliance reports, quarterly business reports, etc.
• Coordinates with other functions (Finance, Supply Chain, Marketing, etc.) to collect required information for key business decisions

Skills and Abilities

• Strong Analytical, organizational, and problem-solving skills
• Ability to interact with and present to senior management
• Work cross functionally in order to achieve desired results
• Advanced Excel and SQL skills and preferred experience in Salesforce and Tableau
• Project management skills to prioritize multiple tasks and drive continuous process improvements
• The ability to develop, balance and understand the outcomes of individual decisions and actions, which may impact cross functional teams and downstream results.

Qualifications

• Bachelor (4-year) or higher degree, ideally with a Master's degree in Business Administration
• +5 experience in contracting, sales, marketing, and/or finance, ideally in US sterile injectable market
• Strong verbal/written communication and data presentation skills, including an ability to effectively communicate with all levels of organization
• Strong attention to detail and excellent follow through
• Strong working knowledge of Microsoft office programs i.e. Excel, PowerPoint, and Microsoft Word
• Experience working with and partnering with Group Purchasing Organizations, IDNs, Government price reporting and Trade Partners
• "Hands on" experience in IDN contract activities, i.e. customer analytics, bids, contract authoring, contract negotiations, rebates, etc.
• Strong business understanding of the US Institutional channel for injectable drugs, ideally including anti-infectives / antibiotics
• Knowledge of FSS, 340B, NFAMP, AMP and/or state price transparency

Physical Requirements of the Role

This role is continuously sitting and typing. Frequently talking and using eye and hand coordination. Occasionally requiring lifting and carrying less than 10 lbs. Standing, walking, bending over, and repetitive use of legs are done occasionally.

Xellia Pharmaceuticals is owned by Novo Holding A/S and is a specialty pharmaceutical company leading in the development, manufacture and supply of anti-infective treatments. Headquartered in Copenhagen, Denmark, Xellia has global facilities in Europe, North America, and Asia, currently employing over 1700 people. With over 100 years of industry experience in developing last resort treatments for infectious diseases, Xellia is focused on the supply of products which not only save lives, but also improve and enhance patients' quality of life. Together with us, you can help lead the fight against bacterial infections.
Read more about Xellia Pharmaceuticals here

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